Prospecting – it’s the life’s blood of success in any sales business, and potentially even more so in commercial real estate. No matter one’s level of market presence, raw ability, and required discipline, asking for a prospect’s business is one of the key components to the industry’s top producers.

[Tweet “Prospecting is the bloodline in any sales business, even more so in commercial real estate.”]

In the Massimo Group’s annual National CRE Brokerage Survey, over 80% of respondents stated they prospect sporadically, or simply when they can. 7% suggested they do not prospect at all and only 11% responded that they have a consistent and comprehensive targeted marketing campaign.

CRE prospecting

[Tweet “Only 11% of CRE brokers prospect consistently using a comprehensive, targeted prospecting campaign.”]

However, the real interesting information can be found when breaking down this data.

3 key CRE prospecting trends:

1) The higher the income level of the respondents, the more likely they were to have a consistent and targeted prospecting campaign. Gee- consistently make more calls – consistently make more money. Seems pretty simple.

2) The greater the tenure in the industry, the least likely one is to characterize their prospecting as “sporadic”. More so, those with greater tenure are least likely to respond that they “do not prospect”. Seemingly those with the longer tenures truly recognize the value of prospecting.

3) There was little, if any, discrepancy across the board related to prospecting, if you were affiliated with a national firm or with an independent firm.

Do you still think prospecting is not a priority? Our survey shows those that have a consistent and comprehensive, targeted prospecting effort make more money and, more importantly, have pipelines characterized as being of high quality, high probability opportunities.

[Tweet “Brokers that prospect consistently have more high quality, high probability opportunities.”]

If you are struggling with your prospecting efforts or not getting the results you desire, please click the button below and download the audio clip on the topic of having an enhanced prospecting campaign.

A Solution to Your Greatest CRE Challenge

Recent Posts

RECon 2018 Review – 3 Glaring Negatives

This week I made my annual trek to Las Vegas for the greatest commercial real estate show on earth. ICSC’s RECon 2018 had all the pomp and circumstance as the last 7 years (my consecutive attendance streak), including: the big booths, extravagant parties (shout out to...

The 5 Pillars to Grow a Great CRE Business

When I was running my own commercial real estate firm, I was busy. I would characterize most days as chaotic. Even when I did have a plan for the day, distractions, interruptions, and opportunities would appear from nowhere and knock me off course. I had bought into...

A Simple Yet Powerful CRE Marketing Tool

The following blog post is from HBS Resources President and Massimo Group coach, Blaine Strickland. I am thrilled to share that Blaine has just launched his first book, Thrive: Ten Prescriptions for Exceptional Performance as a Commercial Real Estate Agent. In today’s...

How to Find Your Specialty with 3 Questions

I am continually surprised by Commercial Real Estate brokers who lack a specialty. All top performers in CRE have a specialty. Yet, those mired in mediocrity refuse to hone in on what they can be awesome at doing. In fact, business owners of all kinds often have this...

4 Ways To Make Telephone Prospecting Easy

I once worked with a commercial real estate brokerage manager who said there were two types of people in the world – those that didn’t like to cold call, and those that lie about liking cold calling. He might have overstated his point a bit, but he does have a point....

Here’s My Weekly Plan for Maximum Results

With our coaching clients, we implement a productivity program - appropriately termed I.P.A.I.D.™. This process allows them to look back at every day and answer “yes” to the question: “Was I paid today?” I also use this approach in planning for my week. Every Sunday...